Sales Plan

This is where you will provide the details about your sales plan or strategy. While your marketing plan spells out the four P’s (product, place, promotion and price), your sales strategy will explain how you intend to close the deal when a customer is interested in what you have to offer.

 You have a retail shop and a customer comes in to look around. How do you sell to them?

 You have a web site that offers consumer electronics. How do you get them to buy your product?

You run a landscaping service. How do you convince customers to use your service?

Your business may have a number of sales methods but one will probably stand out from the rest. Many small businesses like restaurants, salons and retail stores have staff that sell directly to the customer. This is known as direct sales and is most common in small businesses. Other businesses may have sales people who are employed by the company or perhaps employ an independent sales force. Choose your sales tactics and describe it in this section.

Some sales methods to consider:

•  Direct selling – the customer walks in, you show off your products or services and then close the deal.
•  Telephone sales – you call potential customers, describe your products or services and take their order over the phone.
•  Directmail – customers react to your direct mail by sending in an order.
•  Inbound telephone sales – customers respond to your marketing campaign by calling in their order.
•  Internet sales – web sites are not optional. If you don’t have one, get one!

Other aspects of your sales plan you may want to consider are:

•  Prospecting
• Handling customer objections or complaints
• Building a relationship with your customers
• Training your sales force
• Compensating the sales force

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